Jacky Sherman

The Consultant's Consultant

07970 638857


Jacky Sherman

Aha! So That's Who She Wants To Meet!

Why didn't she say so?

Posted on: 20/03/2013   By: Jacky Sherman

One of the main reasons for not receiving referrals is not being clear who you want to meet. It was one of my big ''Aha'' moments when I was first trained by the Referral Institute. My tip this week is to suggest you need to paint a picture of your ideal client ...

one of the beautiful website images featuring the Sykes & Co tree logo

one of the beautiful website images featuring the Sykes & Co tree logo

This should be a description that resonates with your referral partners. You'll know you've got it right when a name pops into their head automatically. So go through your list of clients and pick the one who represents your ideal. Share that description with your contacts and ask if they know more people like that.

My ideal client would be Charlotte Sykes of Sykes and Co. She's the consummate professional who runs a small personalised recruitment company servicing the retail and logistics industries, from senior management to temporary staff on the shop floor. She relies on referrals and for her referral partners to explain to prospective clients what she offers that the big agencies don't.

Her personal values exemplify her approach, which is to treat both her clients and their candidates with courtesy and care. She ensures that she fits the right person into the right job and company culture for them. So she is highly referable.

Into her 3rd year of trading she is very ambitious and has identified that she wants to double her turnover this year. She is aware that "she doesn't know what she doesn't know" and is willing and able to invest time and money in her own development to build an effective referral network; and she invests in her staff to do the same.

She understands the value of productive business relationships and the need to reciprocate to keep that relationship healthy. She commits to what she says she will do and then delivers. Four sessions into my course she is already reaping benefits through her improved relationships and clearer message.

So who do you know who is like Charlotte? An ambitious professional, providing business to business support services. They want to double their income and needs high trust in order to win business. They are willing and able to invest time and money to achieve this. They are relationship focused with high ethical standards and you would personally recommend their services.

If this has made a name pop into your head then refer them to me will you? They will most probably get the same quick results that Charlotte is getting.

If you want to build your own community of referral partners - committed to working with you to generate amazing business and have a spectacular life - then I'd be delighted to have a conversation with you.

It may be a great idea to call me on +44 (0) 1908 678229 or even click here to ping over an email and we can talk about how to make referral networking work for you.

Until next time ...


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